ANYONE CAN SELL & CLOSING THE LOOP

SALES TRAINING

MARELLEN CONSULTING OFFER TWO EXCITING AND EFFECTIVE SALES TRAINING PROGRAMS FOR BOTH RETAIL AND B2B SITUATIONS

ANYONE CAN SELL – Retail Sales Coaching and Training

Being able to sell is a key skill in any business, and like any skill it can be learned. The Anyone Can Sell, coaching program helps participants understand that sales is a process and give them the confidence to engage with customers in a respectful and productive way.

CLOSING THE LOOP – Sales Training for Account Managers

Achieving alignment between marketing plans and the actual sales activities undertaken ‘on the ground’ is critical to achieving the results you need. Marellen Consulting has developed the ‘Closing the Loop’ coaching program for account managers, ensuring your people have the tools they need to get the job done.

THE 8 CRITICAL FOUNDATIONAL STEPS

SPECIALIST IN BOTH BUSINESS TO BUSINESS AND RETAIL MARKET SECTORS, WE FOCUS ON DELIVERING THE FOLLOWING 8 STEPS TO IMPROVED SALES OUTCOMES:

UNDERSTAND YOUR BUSINESS AND ITS PURPOSE

ALIGNMENT OF YOU ORGANISATIONAL STRUCTURE TO MATCH THE PURPOSE

DEVELOP BOTH COMPANY AND PRODUCT POSITIONING THAT MATCHES THE PURPOSE

DEVELOP MANAGEMENT PROCESSES & SYSTEMS THAT ACTUALLY WORK

CONDUCT A THOROUGH STAFF CAPABILITY AND CAPACITY ASSESSMENT

IN ‘CLASS ROOM’ TRAINING EITHER THROUGH ONLINE WEBINARS OR FACE TO FACE TRAINING EVENTS

‘IN FIELD’ COACHING, WORKING SIDE BY SIDE WITH YOUR TEAM, ASSISTING THEM ACHIEVE BETTER OUTCOMES

DEVELOP SPECIFIC PROPOSALS

Marellen offer a range of sales training programs that can be adjusted to suit your team’s specific needs:

ANYONE CAN SELL – For retail sales professionals

Topics are designed for entry level sales staff or for those involved in training and managing new sales people. Participants will gain an understanding of sales process, how to assess customer needs and present solutions conducive to a positive sales outcome. Each subject can be delivered as a stand-alone topic or be combined into a coordinated program. Before the training event we would meet to learn more about your specific industry and adjust the content so it sits comfortably with the context of the market circumstances in which the sales team operates. We leave no stone unturned to ensure the training information is relevant and the processes taught are applicable to the sales person’s everyday lives.

The participants will walk away from understanding that sales is a profession and that like all professionals there is a process and a set of tools they can use to get the job done.

CLOSING THE LOOP – For professional account managers

This program is designed to meet the needs of new and experienced account managers responsible for growing sales in specific markets. Using a facilitated conversational style learning process and focusing on the critical elements of creating deep client relationships, participants are stepped through the development of an effectual sales plan and then learn how to execute that plan. They will develop the ability to appraise their own performance and adjust their actions accordingly.

Skills Focused On:

Understanding what drives business

Account Management – An Overview

Account Planning – Taking the initiative

Discovering customer needs

Offering solutions & resolving concerns

Closing the sale

Reaching Agreement

Skills Practice

Planning for Future Success

WHAT YOU GET

The ‘Closing the Loop’ sales programs are designed to meet the needs of marketers, sales managers & sales people, no matter what level of experience or what challenges they face in their work environment. We assist in the development of sales strategy, process and assist with execution so that there is clear understanding about product positioning, features, and benefits.

The training and coaching tools listed below are designed to help your team facilitate a process of continuous improvement in customer understanding, applied sales behaviour and practice leading to better sales outcomes.

In the class room workbook and planning Tools

Each participant will receive a comprehensive workbook that provides them to understand and apply the following skills critical to improving sales performance.

Customer Needs Analysis Planner

Sales Call Plan

Account Manager Territory Business Plan

Key Sales Activity Plan

Project and Time Management System.

In the field sales coaching

To use a sporting analogy, a professional athlete doesn’t go to training to be taught the basic skills of the game. Coaching for these highly skilled individuals is more about a process of continual improvement. It involves a process of review and analysis then implementation. It’s no different in business. We have developed a sales coaching plan that respects the sales professional while encouraging them to seek continual improvement. As you can see from the Huthwaite study below, sales training will influence behaviour for a short period of time. It’s not until regular and effective sales coaching takes place that the new behaviour becomes normalised.

What is Sales Coaching – In Field sales coaching means we travel with and share the sales experience with sales team. Before the sales call we discuss the call plan and desired outcomes. After a sales visit we are able to immediately reflect on what has transpired, discuss how things can be improved and commit to making those improvements. It’s the immediacy of the process that makes the difference